Motor Club of America

A TRUSTED NAME SINCE 1926

A MEMBERSHIP GIVING YOU PEACE OF MIND WHETHER AT HOME OR ON THE ROAD

UNITED STATES CANADA

THIS IS NOT AN AUTOMOBILE LIABILITY INSURANCE CONTRACT AND DOES NOT COMPLY WITH ANY FINANCIAL RESPONSIBILITY LAW

TotalSecurityNY5/2012

YOU RECEIVE EMERGENCY

ROADSIDE
ASSISTANCE

24/7 SIGN & GO SERVICE WITH TOWING UP TO 100 MILES TO THE DESTINATION OF YOUR CHOICE

YOU RECEIVE EMERGENCY

ROADSIDE
ASSISTANCE
$100 COVERAGE FOR SERVICE ON:

YOUR RV

YOUR BOAT

YOUR MOTORCYCLE

YOUR LIVESTOCK TRAILER *18Wheeledvehiclesdispatchonly*

YOUR DUALLY PICKUP OVER 1 TON

MCA PROVIDES

TRIP
PLANNING & TRAVEL RESERVATIONS
HOTEL INFO & DISCOUNTS

AIRLINE RESERVATION MAPS & BROCHURES

DETAILED ROUTINGS

PERSONALIZED TRAVEL SERVICES ANYWHERE IN THE UNITED STATES AND CANADA RESERVATION SERVICE PROVIDED THROUGH OUR PROFESSIONAL TRAVEL SERVICE

UP TO

$2,000
PAID TO A PROVIDER ATTORNEY

TO DEFEND YOU AGAINST COVERED MOVING VIOLATIONS OR COVERED CRIMINAL CHARGES INCLUDING NEGLIGENT HOMICIDE OR VEHICULAR MANSLAUGHTER ARISING FROM AN AUTO ACCIDENT
Anyfinesorcourtcostsaremember'sresponsibility.NOTapplicablewhencharged withanydrugoralcoholrelatedmatter;driving withoutavalidoperator'spermit,license,ortag;afelony;leaving thescene;pastduecitations;parkingorenvironmental charges;appealsorwarrants.

UP TO

$500
PAID TO A PROVIDER ATTORNEY

TO PURSUE COVERED PERSONAL INJURY MATTERS OR PERSONAL PROPERTY VEHICLE DAMAGES RESULTING FROM AN AUTO ACCIDENT
Anyfinesorcourtcostsaremember'sresponsibility.NOTapplicablewhen chargedwithanydrugoralcoholrelatedmatter;drivingwithoutavalid operator'spermit,license,ortag;afelony;leavingthescene;pastdue citations;parkingorenvironmentalcharges;appealsorwarrants.

INCLUDES A

$5,000
STOLEN VEHICLE REWARD

PROTECT YOUR VEHICLE BY DISCOURAGING THEFT

REWARD WILL BE PAID TO THE LAW ENFORCEMENT AGENCY OR INDIVIDUAL RESPONSIBLE FOR INFORMATION LEADING TO THE ARREST AND CONVICTION OF THE THIEF

RECEIVE UP TO

$1,000
CREDIT CARD PROTECTION
YOU KNOW THE RISKS INVOLVED

WHEN HELD LIABLE FOR THE MISUSE OF LOST OR STOLEN CREDIT CARDS
ALSO FREE CREDIT CARD REGISTRATION

RECEIVE UP TO

$500
FOR INFORMATION LEADING TO THE ARREST AND CONVICTION OF ANYONE FOUND GUILTY OF STEALING A MEMBERS:

LIVESTOCK

SADDLE OR TACK

LIVESTOCK/IMPLEMENT TRAILER

TRACTOR OR FARM EQUIPMENT

REWARD WILL BE PAID TO ANY PRIVATE CITIZEN OR LAW ENFORCEMENT PERSONNEL OR AGENCY

MEMBERSHIP INCLUDES

DISCOUNTS
ON PRESCRIPTIONS, VISION CARE AND DENTAL
RECEIVE PHARMACY DISCOUNTS UP TO:
60% ON GENERIC PRESCRIPTIONS & 25% ON BRAND NAME PRESCRIPTIONS

VISION SAVINGS UP TO:

60% FOR VISION CARE & PRODUCTS & 15% FOR OPHTHALMOLOGY SERVICES SUCH AS LASIK

DENTAL SAVINGS UP TO:

50% FOR MOST GENERAL FEES

AS A TOTAL SECURITY MEMBER OF MCA YOU ARE COVERED 24 HOURS A DAY WHENEVER YOU ARE INJURED IN A COVERED ACCIDENT AND HOSPITALIZED AS A RESULT OF YOUR INJURIES

AT HOME

AT WORK

IN TOWN

AROUND THE CORNER

IN ANOTHER STATE

UnderwrittenbyZurichAmericanInsuranceCompany.

RECEIVE UP TO

$500
IN EMERGENCY CASH

PAID DIRECTLY TOYOU!

FOR ALL EMERGENCY ROOM COSTS
RELATED TO A COVERED ACCIDENT PROVIDED IN A TRAUMA CENTER OR EMERGENCY ROOM, INCLUDING BUT NOT LIMITED TO. LAB WORK NURSING SERVICES ANESTHETICS

CASTS OR SPLINTS

X-RAYS

TRANSFUSIONS

IVs

DOCTOR CARE

FACILITY

Coversupto4visitsperpolicyyearfortreatmentwithin30 daysofthecoveredaccident.

UnderwrittenbyZurichAmerican InsuranceCompany.

RECEIVE UP TO

$54,750
IN DAILY HOSPITAL BENEFITS

YOU WILL RECEIVE $150 PER DAY UP TO 365 CONSECUTIVE DAYS FOR HOSPITAL ROOM AND BOARD
Benefitsareforhospitalizationastheresultofinjuriessustainedinacoveredaccident.

UnderwrittenbyZurichAmericanInsuranceCompany.

YOUR ESTATE RECEIVES

$10,000
ACCIDENTAL DEATH BENEFIT

IF YOU DIE WITHIN 90 DAYS OF A COVERED ACCIDENT AS A DIRECT RESULT FROM YOUR INJURIES RECEIVED IN THAT ACCIDENT

UnderwrittenbyZurichAmericanInsuranceCompany.

TOTAL SECURITY MEMBERS

RECEIVE AN ADDITIONAL

$50,000
ACCIDENTAL DEATH COVERAGE

MEMBERS MAY ENROLL IN ONE OF THREE ACCIDENT AD&D COVERAGES*:

$50,000 PRINCIPAL SUM FOR THE NAMED MEMBER

$25,000 PRINCIPAL SUM EACH FOR NAMED MEMBER AND SPOUSE $30,000 PRINCIPAL SUM FOR NAMED MEMBER, $15,000 FOR SPOUSE AND $3,500 FOR EACH CHILD

UP TO $1,500 PER YEAR FOR QUALIFIED DAYCARE OF DEPENDENT CHILDREN UNDER THE AGE OF 13 (UP TO 4 CONSECUTIVE YEARS) UP TO $1,500 PER YEAR FOR EACH DEPENDENT CHILD ENROLLED IN A QUALIFIED INSTITUTION OF HIGHER EDUCATION OR DEPENDENT CHILDREN IN THE 12TH GRADE LEVEL (UP TO 4 CONSECUTIVE YEARS) UP TO $3,000 TO RETRAIN A SURVIVING SPOUSE TO ENTER THE JOB MARKET

*Seedescriptionofcoverageforqualifications andrestrictions.

YOU ALSO RECEIVE

TRAVEL ASSISTANCE PROGRAM

AS A COVERED MEMBER WHEN YOU ARE MORE THAN 100 MILES AWAY FROM YOUR HOME AND IN A MEDICAL EMERGENCY YOU RECEIVE:
MEDICAL CONSULTATION CARE FOR MINORS PRESCRIPTION ASSISTANCE MEDICAL REPATRIATION RETURN OF MORTAL REMAINS

EMERGENCY EVACUATION HOSPITAL ADMISSION GUARANTEE LEGAL REFERRALS MEDICAL EVALUATION PLUS MUCH MORE

MCA TOTAL SECURITY MEMBERSHIP

INCLUDES

VEHICLE EMERGENCY ROADSIDE ASSISTANCE

BOAT TRAILER EMERGENCY ROADSIDE ASSISTANCE

RV EMERGENCY ROADSIDE ASSISTANCE

MOTORCYCLE EMERGENCY ROADSIDE ASSISTANCE

DUALLY OVER 1 TON EMERGENCY ROADSIDE ASSISTANCE

LIVESTOCK TRAILER EMERGENCY ROADSIDE ASSISTANCE

TRIP PLANNING & TRAVEL DISCOUNTS

UP TO $2,000 FEES TO DEFEND & $1,000 TO PROTECT YOU

A $5,000 STOLEN VEHICLE REWARD

$1,000 CREDIT CARD PROTECTION

$500 FARM EQUIPMENT REWARD

PRESCRIPTION, VISION & DENTAL DISCOUNTS

UP TO $500 EMERGENCY BENEFITS

UP TO $54,750 DAILY HOSPITAL BENEFITS

$10,000 ACCIDENTAL DEATH BENEFIT

$50,000 ACCIDENTAL DEATH COVERAGE

TRAVEL ASSISTANCE PROGRAM

All AccidentAt WorkAt HomeAt Play

TOTAL SECURITY MEMBERSHIP

. . . ONLY $19.95 A MONTH
First and Last Months Dues

Simple to Join:

Numberof Members 1 2 3 4 5

Monthly Dues $19.95 $39.90 $59.85 $79.80 $99.75

Total Today $39.90 $79.80 $119.70 $159.60 $199.50

BEGINNING 1 MONTH FROM THE EFFECTIVE DATE, YOUR DUES ARE AUTOMATICALLY PAID THROUGH YOUR BANK ACCOUNT OR CREDIT CARD
AS A MEMBER, YOU ARE ALWAYS IN CONTROL OF YOUR MEMBERSHIP THROUGH MCAS 1-800 NUMBER

MCA SECURITY PLUS MEMBERSHIP

INCLUDES

4-WHEELED VEHICLE EMERGENCY ROADSIDE ASSISTANCE WITH LOCAL TOW

TRIP PLANNING & TRAVEL DISCOUNTS

UP TO $2,000 FEES TO DEFEND & $1,000 TO PROTECT YOU

A $5,000 STOLEN VEHICLE REWARD

$1,000 CREDIT CARD PROTECTION

$500 FARM EQUIPMENT REWARD

PRESCRIPTION, VISION & DENTAL DISCOUNTS

TRAVEL ASSISTANCE PROGRAM

UP TO $500 EMERGENCY BENEFITS

UP TO $54,750 DAILY HOSPITAL BENEFITS

$10,000 ACCIDENTAL DEATH BENEFIT

All AccidentAt WorkAt HomeAt Play

...ONLY $14.95 PER MONTH

MCA SECURITY MEMBERSHIP

INCLUDES

4-WHEELED VEHICLE EMERGENCY ROADSIDE ASSISTANCE WITH LOCAL TOW

TRIP PLANNING & TRAVEL DISCOUNTS

UP TO $2,000 FEES TO DEFEND & $1,000 TO PROTECT YOU

A $5,000 STOLEN VEHICLE REWARD

$1,000 CREDIT CARD PROTECTION

$500 FARM EQUIPMENT REWARD

PRESCRIPTION, VISION & DENTAL DISCOUNTS

TRAVEL ASSISTANCE PROGRAM

UP TO $500 EMERGENCY BENEFITS

UP TO $54,750 DAILY HOSPITAL BENEFITS

$10,000 ACCIDENTAL DEATH BENEFIT

Auto Accident Only

...ONLY $9.95 PER MONTH

KeyinDirectSalesistheabilitytothinkonyourfeet. Learnhowyouwillreactdontfreeze IntroductionToMerchants: HiIm[yourname](shakehands) IvebeentalkingwithsomeofthemerchantsandothercitizensintheareaandI havesomethingIthinkyouwouldbeinterestedin. PAGE1 IrepresentMotorClubofAmerica.WhenyoujoinMotorClubofAmericayouget amembershipcardthatlooksjustlikethis.Yourmembershipcoversyouinthe UnitedStatesandCanada. PAGE2 FirstthingyourmembershipprovidesisRoadSideAssistance.Whenyouarein yourvehicleandyouhaveaproblem,allyouhavetodoiscallus.24/7justsign anddrive. Ifyouhaveaflatsomewhere,youcallusandwellsendsomebodyouttoyou. Nobodylikestochangeaflatotherthantheguygettingpaidtodoit,right? Ifyoulockyourkeysinyourcar,haveadeadbattery,oryoubreakdown somewhereyoucallus24hoursadayandwewilltakecareofit. PAGE3 ItalsocoversyourRV,yourduallypickuptruckover1ton,yourboattrailer,your motorcycle,oryourlivestocktrailerupto$100forservice.

PAGE4 MCAalsoprovidesplanningandtravelreservations.Whenyougetreadytotake atripyoulllikethis,alotofourmemberssaythisisworththemoneyaloneand theyloveit. Calluswellsendyouanicetrippack,wecanscheduleyourtrip,youget detailedroutings,maps,airlinereservations,andhoteldiscounts. Soanytimeyougetreadytotravel,youusethisandthatsavesyoumoney. PAGE5 Youvegot$2,000inlegalfeestodefendyouforanyoftheover100moving violationsyoucanbechargedwith.Thatseverythingfromspeedingtovehicular homicide. Itsagoodfeelingwhenyouheaddowntheroadtoknowthatyoualreadyhave legalbenefitsboughtandpaidforwithyourmembership. PAGE6 Youalsohave$1,000inlegalfeesforaproviderattorneytohelpyoucollecton injuriesyousufferedwhenyouareinanaccidentorsomeonedamagesyour vehicle. Ifsomeonehitsyourcarandtheydontwanttopaytofixitandwehavetogetan attorneyinvolvedthatshowthisworks. PAGE7 Alsowithyourmembershipyouhave$5,000instolenvehiclereward.

Ifsomebodystealsyourvehicle,youcalltheclubtoreportitandyoucallthelocal lawenforcementwellputupa$5,000rewardfortherecoveryofyourvehicle andtheconvictionofthepersonwhostoleit. PAGE8 Youalsohaveupto$1,000increditcardprotection.Doyoucarrycreditcards? Ifyourcreditcardislostorstolenwehaveupto$1,000inprotectionforyou. PAGE9 Wealsohavea$500rewardforinformationleadingtothearrestandconviction ofsomeonethathasstolenyourlivestock,yourstocktrailer,yourtackorany farmequipment. Ifsomeonestealssomethingoffthefarmweputup$500fortherecoveryofthat equipment. PAGE10 Yougetdiscountsonyourprescriptions,eyecareanddental.Ifyouandyour familyaremembersyoucanallsave. Youcangotoanyofthemajorpharmaciesandreceivediscountsonyour prescriptiondrugs. Youalsogetdiscountsonyoureyeexams,contactlens,glassesandLasiksurgery. Youcanusethisforyouandyourentirefamilythataremembers.Therearealso dentalsavingsupto50%. PAGE11 Youalsohaveemergencybenefits.

PAGE12 Ifyouareinjuredinacoveredaccidentwepayemergencyroombenefitsupto $500. IfyouareinvolvedinanaccidentandtheEMTsaysyouneedtogohaveyourself checkedout,youknowyouhave$500inbenefits.Whatalotofpeoplelikeabout thisisthatitcanhelpwithyourdeductiblesonyourhospitalbenefitsonyour insurance. Thisisonanyaccident,notjustvehicleaccidents. PAGE13 Youvegothospitalbenefits.Ifyouareinjuredinanaccidentandendupinthe hospitalthispays$150adayforafullyear. Thatis$54,750inbenefitsavailabletoyou. Thenicethingisthesebenefitsarepaiddirectlytoyou,notthehospital.Ifyou havehealthinsurancethatsgoingtopaythehospitalsanddoctorsbutthisispaid directlytoyoubecauseyouaregoingtohavealossofincome.Youregoingto haveexpensesyouhavetocover,sothiscomesdirectlytothemember. PAGE14 Youhave$10,000deathbenefit.Ifamemberiskilledinanyaccident,wepay $10,000totheestate. PAGE15 Anotherbenefityouhaveonyourmembershipisanadditional$50,000accidental deathbenefityoumayenrollin. Youhave3choices:

1. Individualcoverage 2. Husbandandwifecoverageor 3. Familycoverage Youelectthelevelofcoverageyouwant. Youcanchooseoptiononewhichis$50,000benefit.Ifsomethinghappensto youwepay$50,000toyourfamilyifitisanaccident. Youcanchooseoptiontwowhichis$25,000onyouand$25,000onyourspouse. Oryoucanchooseoptionthreethatprovides$30,000onyou,$15,000onyour spouseand$3,500oneachofyourchildren. Option3alsocarriessomeadditionalbenefitsofupto$1500ayearfordaycare foryourchildren,itwillpayupto$1500ayearforchildrenwhoareenrolledin highereducation,anditcanprovideretrainingmoneyupto$3000foryour spousetoreentertheworkforce. Soyoucanchoosethelevelofbenefitsyoulike. PAGE16 Withthe$50,000AD&Dcoverageyoualsohaveatravelassistanceprogram. Thisisaworldwidetravelbenefit. Ifyouare100milesormoreawayfromhomeandyouhaveanykindofmedical emergency,thiswillgetyoubackhome.Iveheardthesemedicalhelicopters dontgetoffthegroundforlessthan$25,000.Itcostsalotofmoneyifyouneed thisanditisapartofyourmembership. Thisisworldwidesoifyouwereonacruise,ifyouwereinHawaii,orifyou wereinLondonEngland,thisprotectsyouworldwide.Thiscoversaccidentsand evenifyougetsick.

PAGE17 Sohereswhatyougetwithyourmembership: Youhaveroadsideservice24hoursadayifyouhavechildrenyoucanputthem ontheplanaswell.Ifyoudontwanttobebrokendownonthesideoftheroad, youcertainlydontwantyourchildrenbrokendownthereeither.Soyouwantto havethisforthemalso. Youvealsogotyouremergencyroadsideassistanceforyourboattrailer,your RV,yourmotorcycle,yourduley,andyourlivestocktrailer. Youvegotyourtripplanning. Youvegot$2000todefendyou. Youvegot$500stolenvehiclereward. Youhave$1000creditcardprotection. Youhave$500inrewardifanythinghappenstoyourfarmequipment. Youvegotprescriptiondrug,visionanddentaldiscounts. Youhave$500foremergencyroombenefits. Over$54,000incoveredhospitalbenefits. $10,000accidentaldeathbenefit. Andyouhaveanadditional$50,000deathbenefittackedontothat. Finallyyouhavetravelassistanceanywhereintheworld. Yougetallthesebenefitsandservicesforonly$19.95permonth. Nowyoucanalsoputyourspouseonthisplan.

CLOSE Letmeshowyouourapplication Youputyournamehere,thenyoucanputyourspouseonhere,thenyoucanadd eachofyourchildren. Itsonly$19.95foreachoneofthem. Alltheinformationwegetfromyouisyourname,addressandphonenumber. Illgiveyouacopyofthisandasyoucanseeyourbenefitsareinfullforceright now. Thisisthe800numberifyouneedanyhelpbeforeyougetyourcard,youjustcall thisnumberandtheywillhelpyou. Imgoingtogiveyouacopyofthisreceiptandyourmembershipisinfullforce today. Iwouldliketoenrollyouasamembertoday.

Income Projections for MCA Marketing Plan

Direct Sales Sales Per Week Commission Commission Commission 1st Level 1st Level Advance Per Advance Advance Override Adv. Override Adv. Sale Per Week Per Year Per Sale Per Week Earned Override Per Month Annual Override Per Sale

MCA Total Security Plan (Monthly Retail Value $19.95) 1 80.00 $80.00 $4,160.00 5 82.00 $410.00 $21,320.00 10 84.00 $840.00 $43,680.00 15 86.00 $1,290.00 $67,080.00 20 88.00 $1,760.00 $91,520.00 30 90.00 $2,700.00 $140,400.00 Security Plus (Monthly Retail Value $14.95) 1 $60.00 $60.00 5 $61.50 $307.50 10 $63.00 $630.00 15 $64.50 $967.50 20 $66.00 $1,320.00 30 $67.50 $2,025.00 Security (Monthly Retail Value $9.95) 1 $40.00 $40.00 5 $41.00 $205.00 10 $42.00 $420.00 15 $43.00 $645.00 20 $44.00 $880.00 30 $45.00 $1,350.00

6.00 6.00 6.00 6.00 6.00 6.00

6.00 30.00 60.00 90.00 120.00 180.00

0.66 0.66 0.66 0.66 0.66 0.66

7.92 7.92 7.92 7.92 7.92 7.92

$3,120.00 $15,990.00 $32,760.00 $50,310.00 $68,640.00 $105,300.00

5.00 5.00 5.00 5.00 5.00 5.00

5.00 25.00 50.00 75.00 100.00 150.00

0.52 0.52 0.52 0.52 0.52 0.52

6.24 6.24 6.24 6.24 6.24 6.24

$2,080.00 $10,660.00 $21,840.00 $33,540.00 $45,760.00 $70,200.00

4.00 4.00 4.00 4.00 4.00 4.00

4.00 20.00 40.00 60.00 80.00 120.00

0.39 0.39 0.39 0.39 0.39 0.39

4.68 4.68 4.68 4.68 4.68 4.68

Any PERSONAL MEMBERSHIP which has been in the system for more than 12 months is paid 80% of first year earned commission as earned.

INCOME PROJECTION
Based on sales of MCA Total Security Membership with 2 Months On-going Pay with Advances and Insurance Bonus

APPROX. HRLY COMM. RATE $6.00 $10.25 $21.00 $33.58 $46.25 $70.50

# OF SALES 3 5 10 15 20 30

COMM. ADV. PER YEAR $12,480.00 $21.320.00 $43,600.00 $69.849.00 $96,200.00 $146,160.00

COMM. ADV. PER MONTH $1,040.00 $1,776.00 $3,640.00 $5,821.00 $8,016.00 $12,180.00

COMM. ADV. PER WEEK $240.00 $410.00 $840.00 $1,343.00 $1,850.00 $2,820.00

Insurance Bonus
$100 - 45 Memberships per Month - Average 11.25 Memberships per Week $213 - 65 Memberships per Month - Average 16.25 Memberships per Week $380 - 85 Memberships per Month - Average 21.25 Memberships per Week $480 - 105 Memberships per Month - Average 26.25 Memberships per Week $525 - 190 Memberships per Month - Average 47.50 Memberships per Week $600 - 250 Memberships per Month - Average 62.50 Memberships per Week

MCA Getting Started Right: The System! 4 STEP PLAN

Following this system has proven time and time again to be the BEST way to Launch your MCA Business. Follow the system exactly, and you will be amazed at the results.

1. Learn your SALES PRESENTATION A) Know What To Say B) Know How To Say It C) Know How To Close

2. Make a LIST of everyone you know. (First 25 on back) Dont Judge anyone . . . you dont know who they know! 3. CONTACT everyone on your list. Set up at least 3 or 4 appointments a day for you and your Manager to work as a part of your Training. 4. RECOMMENDATIONS . . . The Key to GROWING Your MCA Business Is Learning The Art Of Recommendations.

Four Principals You Need to Look At Everyday

1) Goals: Set yourself goals for how many presentations you will make each day you work. Set yourself a goal for how many sales you will make each day you work. Set yourself a goal for the income you desire . . . daily, weekly, monthly and yearly. 2) Your System: If you are going to have consistent success at anything you have to establish a system for working your business. When- WhereHow long. 3) Focus: Life comes at you fast and it is easy to get distracted. Have your goals and system clearly defined and written down so you know why you are working and have a track to follow. 4) Make it Fun: Do not make this just another job. Keep your mind on the things you want and off the things you dont want and above all else have fun!

MCA Fast Start Prospecting List

Make a Copy for your Manager
Congratulations, youve started a new business and to help you launch your business you need to let your friends and family know about your business. If you opened a new restaurant you might invite them to the Grand Opening. This business is no different, and they can refer people to you. Trust this process . . . it works. Do it and you will see the results?
10 WARMEST Prospects Friends and Family

Name 1 2 3 4 5 6 7 8 9 10

Phone #

Relationship

Contact

Notes

15 WARM Prospects Somebody from Church, Work, Community Clubs (Lions, Civitan, Rotary, etc.)

11 12 13 14 15 16 17 18 19 20 21 22 23 24 25

MCA Approach
After you normal greeting . . . . . Ive started a new Business. As a part of my training, Ive got to show our program to 20 people. It will only take about 15 minutes. You may or may not be interested.

The Art of getting Recommendations

When youve made the sale, you close your kit, and when the prospect sees you close the kit, the process is over in their mind and they kind of relax. Then the first thing I say is, I want to ask you a question. As a matter of fact, I need your help. Weve found as a company that we get our best members from people just like you, hard-working, responsible people. Who do you know here in this area that would make me a good member?

When somebody says I want to ask you a question an antenna goes up. They kind of perk up a little bit. And then you say As a matter of fact, I need your help. They immediately move to how can I help this guy? Then you say weve found as a company not that Ive found, but weve found as a company that our very best members come from people just like you, hard-working, responsible people. Who do you know here in the area that would make a good member? You dont say, Who do you know that would buy this? or Whod be interested in it? because you dont want your prospect trying to figure out, who would buy it or who would be interested. You just say, whod make a good member? The average person will give you five names of people to go see. With those people you call on as a result of recommendations, the closing ratio is a lot higher than cold calls, because a friend or relative, someone they respect or love, sent you over there. If you want a long career in the motor club business, learn the art of getting recommendations. After many years in the Direct Sales Industry, I have found that the people that are successful and have long careers with any company, have learned the art of getting recommendations.